Director, Partnerships

Summary

Join Airtable as the Director of Partnerships and lead the global partner ecosystem to maximize the platform's potential. Build and scale a global consulting partner network, encompassing systems integrators, AI firms, and channel partners, transforming it into an AI-native ecosystem. Drive end-to-end partnership operations, collaborating with various teams on regional plans, recruitment, certification, and co-selling initiatives. Oversee partner delivery, ensuring high-quality technical builds and customer outcomes through data-driven approaches. Lead and develop the partnership team, setting OKRs, collaborating with marketing, and implementing AI tools to enhance workflows. This role requires a proven track record in partnerships and professional services, particularly within B2B SaaS platforms.

Requirements

• Experienced partnerships leader
• 10+ years in partnerships or professional services with emphasis on managing services/solutions partnerships across B2B SaaS platforms, including experience with global partner ecosystems generating $25M+ in revenue
• Strategic operator with executive presence
• Demonstrated ability to influence stakeholders at all levels, navigate complex strategic partnerships, drive co-selling initiatives, and execute operationally in fast-paced environments with strong cross-functional coordination skills
• Tech & AI fluency
• Proven experience building meaningful AI-powered tools or automations (custom GPTs, automated workflows, data analysis scripts) with specific examples of improved work efficiency and outcomes, plus understanding of PRM, CRM, AI, and PSA systems that drive partner programs

Responsibilities

• Build and scale a global consulting partner ecosystem
• Develop comprehensive global partner strategies, establishing relationships with systems integrators, boutique AI firms, and channel partners while transforming the ecosystem to become AI-native with deep expertise in secure, compliant AI deployments
• Drive end-to-end partnership operations
• Lead cross-functional partner projects with Legal, Operations, Sales, and other teams while developing regional partner plans, recruitment strategies, tiering structures, certification programs, and co-selling initiatives aligned with Airtable's product roadmap
• Manage partner delivery and quality assurance
• Oversee partner consultant delivery, subcontracting, engagement models, and maintain quality oversight to ensure successful technical builds and customer outcomes through data-driven approaches
• Lead and develop the partnership organization
• Guide a team of regional partner managers, establish functional OKRs, collaborate with Marketing on customer engagements, and implement AI tools to enhance partnership workflows including partner discovery, contract analysis, and performance reporting

Benefits

Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation